“How do I make money RIGHT NOW!”

That was the question from a coach who attended my workshop last Friday.”Chris. Forget the marketing funnel, the pie slices and the back-office team – I need to make money NOW – so what do I do?”

Now, of course, there is an element of bed-wetting going on here – the answer may provide a short term solution to a short term problem but eventually you are going to have to do something more permanent about the issue. But a direct question deserves a direct answer, so this is what I said:

1. Make a list of your top 20 professional relationships – people who can really influence and move your business forwards (credit to Dan Sullivan at The Strategic Coach for that one);

2. Arrange to have breakfast, lunch, dinner or just coffee with them all in the next 90 days;

3. Ask them all “what’s the biggest single challenge facing you in your business right now?”

4. Ask them all “what’s the biggest single obstacle that is getting in the way of you addressing that challenge?”

5. Ask them all “how best can I help to remove the obstacle and address the challenge?”

6. Ask them all “if I could do that would you hire me right now?”

7. Ask them all “irrespective of whether you would hire me would you recommend me to at least 3 others to address the same challenges and obstacles?”

And so I challenged my client to make the calls, arrange the meetings and ask the questions.


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Chris Barrow

Chris Barrow has been active as a consultant, trainer and coach to the UK dental profession for over 20 years. As a writer, his blog enjoys a strong following and he is a regular contributor to the dental press. Naturally direct, assertive and determined, he has the ability to reach conclusions quickly, as well as the sharp reflexes and lightness of touch to innovate, change tack and push boundaries. In 2014 he appeared as a “castaway” in the first season of the popular reality TV show “The Island with Bear Grylls”. His main professional focus is as Coach Barrow, providing coaching and mentorship to independent dentistry.